Exabeam, a provider of a security event information management (SIEM) platform, this week expanded its channel ecosystem by adding a formal program for managed security service providers (MSSPs) and managed detection and response providers (MDRP).
The company already generates roughly 12% of its revenue from its revenues via more than 30 MSSPs but now sees an opportunity to expand this segment of the Exabeam channel, says Ted Plumis, vice president of channels, business and corporate development for Exabeam.
Rather than always having to build a security service from scratch, Exabeam makes it possible for MSSPs and MDRPs to either deploy its platform in their own on-premises security operations center (SOC) or leverage a software-as-a-service (SaaS) platform managed by Exabeam. By establishing a formal MSSP and MDRP program, Plumis says Exabeam is moving to provide more technical and sales enablement resources to those partners.
Interest in managed security services has accelerated in the wake of the COVID-19 pandemic as partners and end customers alike look for ways to manage security while their cybersecurity teams are working from home.
At the same time, many MSSPs and MDRPs are looking to expand the range of security services they offer beyond managing endpoints and firewalls, notes Plumis.
Many traditional resellers are now also looking to expand into security services as a means of driving revenue at a time when on-premises deployments by end customers have slowed, says Plumis. The most important thing for any new MSSP or MDRP is try to not attempt to be all things to all customers immediately, adds Plumis.
“They should focus on a few areas,” says Plumis.
There’s no doubt interest in managed security services is on the rise even prior to the pandemic. Now that more organizations are under financial pressure, a greater percentage simply won’t be able to retain their own full-time cybersecurity employees. They may not necessarily eliminate those entire teams. However, the willingness to rely on a third-party to augment their limited security resources has never been greater.
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